Wednesday, April 29, 2009
Don't take my word for it, contact one of our dealers
Tuesday, April 28, 2009
Lifetime Warranty Success Story
“I’ve sold 2 vehicles recently to customers I sold cars to just before we launched Lifetime Warranty – both because they bought cars from me before we had it! I traded a 2008 Avalon with 1800 miles on it and a 2009 Corolla with 4800 miles on it. (Pictured below with Willie) The Corolla Customer came in for service, found me in the showroom and scolded me saying, “You didn’t tell about the Lifetime Warranty when I bought my car!” I responded by telling him, “We didn’t have it when you bought your vehicle!” He said, “Well how do I get it?” I told him, of course, that he had to trade – so he did! Lifetime Warranty is great!
Are the Salespeople working the Service Drive?
Checking repair orders for selling opportunities?
Working their owner base to let everyone know about Lifetime Warranty?
Working the Orphan Owner database?
Willie will tell you, “It works!"
Contact me today to schedule a 20 minute online presentation for Lifetime Warranty.
David Farmer
dfarmer@titandealer.com
Thursday, April 23, 2009
Capture 100% of your customer's email addresses
The best way to get something is to give something. eCapture is the first fully automated key recovery service developed specifically for the automotive industry.
Upon activation eCapture automatically captures your customer's email address.
Millions of people loose their keys everyday, but eCapture helps your customers get their lost keys back.
Automatically send...
-Thank you email with custom embedded video
-Unsold service contract reminder
-Service reminders, every 4 months
-Plus custom dynamic advertising emails
Contact me today to schedule a 20 minute online presentation for eCapture.
David Farmer
dfarmer@titandealer.com
Tuesday, April 21, 2009
The deals we deliver to customers from Iowa still amazes me! Do you realize that’s more than 100 miles away?
Interview with Riley Toyota 800-88-RILEY
Titan Dealer Group: What has been the impact in your store as it relates to sales?
Riley Toyota: "Since we have implemented Lifetime Warranty, we have sold customers that never would have traveled as far as they did to buy. We have pulled customers as far south as Springfield Missouri, and as far North as Iowa! We consistently receive phone calls from customers a lot farther away then we ever did before.”
Titan Dealer Group: What other facets of your business have been impacted by LIFETIME WARRANTY?
Riley Toyota: "At first it was a little uncomfortable for our finance managers to sell in conjunction with Lifetime Warranty. They are now averaging more money per deal then they ever have before!"
Titan Dealer Group: Any specific SUCCESS STORIES you would like to share with the other dealers?
Riley Toyota: "The deals we deliver to customers from Iowa still amazes me! Do you realize that’s more than 100 miles away?"
Titan Dealer Group: What was your biggest challenge?
Riley Toyota: "Most people can’t figure out how we can give them something like this, but they understand that it is a great value, especially for someone who plans on keeping their car for a long time."
Contact me today to schedule a 20 minute online presentation for Lifetime Warranty.
David Farmer
dfarmer@titandealer.com
Monday, April 20, 2009
7 No's to get to a Yes.
If I could, would ya?
What is it going to take?
Where do you need to be?
Let me go talk to my manager.
What would happen if you were able to deliver a process that guarantees that your salespeople had the ability to stay with the customer longer during negotiations and deliver rational dialog with the customer.
Would you...
Deliver you more cars?
Speed the process?
Increase customer satisfaction?
Build more value?
By implementing Titan's Experience Based Selling (E.B.S.) your sales people be able to draw out true objections to the sale by using a process that allows them to determine if the objection is truly an objection, just a comment or a question.
With E.B.S. your people will execute 10 rational closes with every customer without having to come back to the desk.
During your next sales meeting try this experiment:
Ask your salespeople what are the top 10 objections that they hear everyday. My guess is that they will come up with the same as the following.
1.) Price is too high
2.) Trade is too low
3.) Payment is too high
4.) Down payment is too high
5.) Need to think about it
6.) Need to talk to my spouse
7.) Rate is too high
8.) Not a big enough discount
9.) Dealer Fee is too high
10.) Not buying today
I bet that after the first 5 or 6 it gets harder to come up with the objections... it's the same at every dealership. Truth be told, all of us after being in the business for 90 days know what the customer will say during the write up and negotiations.
Preparation is the key to effective negotiations. Since we already know what the customer is going to say, it stands to reason, if we had an effective way to respond to those statements we can stay in negotiations longer and continue to build value, move closer to a decision and increase customer satisfaction.
To learn more about Titan's Experience Based Sales process and other products that are designed to drive traffic, build value and sell more cars, please contact me.
David Farmer
dfarmer@titandealer.com
Sunday, April 19, 2009
Unique Selling Proposition
Here is a question that is asked everyday by consumers visiting dealerships all across the county: "Why should I buy from XYZ Motors?"
Here is the typical answer that is given:
We have Great people...
We are conveniently located...
We are the number one dealership in this area...
We have better prices than everyone else...
Our Award winning Service department is state-of-the-art...
Nobody takes better care of customers after the sale...
We have the best selection of vehicles...
Now, if that same customer goes to a dealership down the road, how do you think their salesperson or manager will answer the same question....
From my experience it will be this....
We have Great people...
We are conveniently located...
We are the number one dealership in this area...
We have better prices than everyone else...
Our Award winning Service department is state-of-the-art...
Nobody takes better care of customers after the sale...
We have the best selection of vehicles...
With the similarity in product, reduced margins and strong competition it has become more important than ever to have a unique selling proposition. Some product or service offered to your customers that sets you apart from your competition.
When creating a unique selling proposition and deciding on what product or service to offer, there are a few things you want to consider.
Does it have a high perceived value?
Does it differentiate you from your competition?
Can you use it a branding element for your store?
and can it be incorporated into your selling process?
The Team at Titan Dealer Group are experts in creating and implementing unique selling propositions for dealerships nationwide. In fact, our dealers are consistently gaining market share and are breaking volume and profit records, even in today's tough automotive marketplace.
Titan's Exclusive Lifetime Warranty sets you apart from your competition. It creates a brand image for your store, and from our research the customer's perceived value is over $500.00.
The real power of introducing Lifetime Warranty is in the training, implementation and marketing. When Titan Dealer Group comes in for a Lifetime Warranty kickoff we engage every department by incorporating Lifetime Warranty in both the sales process and service processes at all customer touch points.
Our team of training professionals will deliver powerful techniques and technology developed over years of experience. We also will provide unique marketing materials that will brand your store as the "Exclusive Lifetime Warranty Dealer" in your area. If fact, when we do business with you we give you market exclusivity, meaning that we will not do business with any of your direct competition.
By integrating the Lifetime Warranty process in to your sales process we ensure that the the Lifetime Warranty will have traction during the presentation and negotiations in your store. We will give your salespeople and managers specific techniques that will build value and save gross when negotiating. By implementing the Lifetime sales process we will increase your write-ups, allow your salespeople to stay in negotiations longer and increase be-back traffic.
Although we are a full-service F&I product provider, by implementing Lifetime into your store you will not have to change the relationship with your current provider. Lifetime supports the sales of VSC, Pre-Paid Maintenance and other products. In fact, our dealers see an increase in Finance PVR and products per contract sold, plus they see an increase in both customer retention and customer pay repair orders. Your customers will want to protect the Lifetime Warranty they received from you on their new vehicle.
The only thing the customer must do to keep the Lifetime Warranty in force is complete the factory recommended service, just like the manufactures warranty.
Lifetime Warranty covers exactly the same thing as the manufactures Power Train warranty. So, there is no learning curve for your people to explain what it covers.
Lifetime Warranty is a true warranty, it is good at any licensed repair shop in the country and it is Magnason-Moss complaint. Unlike many other loyalty programs available.
Lifetime is available on many Asian imports including Toyota, Nissan, Honda, Subaru, Hyundai, Mazda and many others.
It is also available on select used cars, Asian imports up to 5 model years old with 50,000 miles and less and is usually a third of the cost of C.P.O. programs. We also have programs for Domestic Brands.
If your looking for something that will increase volume, gross, customer satisfaction, customer loyalty, F&I PVR and Service profits. Look no further than Titan Dealer Group and Lifetime Warranty, contact me today to see just how much Titan can help your business.
David Farmer
dfarmer@titandealer.com